Discovering new clients doesn't always involve direct sales pitches. In fact, I've found that the best way to get new clients is not by trying hard to convince them. What does that mean? I've been working in the innovation business for 15 years. I know that it's crucial to keep making your product better by talking to customers regularly. For us who run workshops to help customers solve their problems, those problem-solving workshops are our products. So, to get new clients, I reach out to successful senior managers on LinkedIn, like C-Level, SVPs, and VPs. I ask if I can spend 15 minutes learning from them about how they solve problems inside their companies. If they agree, I curiously ask a lot of questions about their process. Why do I do this? - People like feeling important, like heroes. They like being asked for advice. So, I give them what they want, and that makes it more likely for them to say yes to my request. - Sometimes, they just tell me how they solve problems without asking me anything. That's okay - I still learn a lot. - Most times, they ask why I want to know. When I explain my approach, I often hear, "You didn't try to sell anything, but you've sold yourself perfectly." - Success! If you're interested in learning more, please feel free to ask below. PS: What's your approach to finding new clients?

Hi there! My name is Patsy and I'm working in Reykjavík, Iceland. I'm very excited to be a part of this community and hope I can contribute as well as draw from your collective experiences. I've been given an opportunity to host a workshop for a public institution that is moving into new headquarters. There is a lot of change happening with the new move, including changing into an open plan office which I'm told there is a lot of resistance against 😬. Do any of you have tips for workshops that would help? Including possibly: - How to help people make the most of a "bad" situation - Getting everybody onboard with new changes; engaging people - Addressing people's fears about the move - Team-building in the face of change Any tips, links or insights would be very helpful to me! Thanks 🙏